Trending Sources

The 6 Reasons that your Sales Process will Fail


Why is it that despite carefully crafted sales processes, advanced sales intelligence technology, that CSO Insights research found that the average sales forecast was 45.9%? More than half of the forecasted sales aren’t happening. According to their 2015 Sales Compensation and Performance Management study, only 54.6 Process and […].

Step by Step: Creating a Solid Sales Process


There’s been a lot of talk in the last decade about the importance of the sales process—that series of steps a sale travels through from lead to close and beyond. For sales velocity and many other factors, a sales process is certainly vital. But how is a workable sales process evolved? sales process should [.]

How Important Is Sales Process?


“Best-in-class companies are far more likely than their industry average or laggard counterparts to have a formal, well communicated, and broadly adopted sales process. And more than half of them had specific activities, steps, and tools to help reinforce the value as part of that sales process.” The post How Important Is Sales Process?

Sales Process in a New Sales Leadership Model

Increase Sales

Given over 97% of all businesses within the US are under 20 employees, many lack a simple sales process. By not having a process impacts the ability to determine where there are gaps limiting increase sales and ultimately the overall sales culture. SMB owners today cannot afford to have separate marketing and sales departments. Share on Facebook.

Seven Insightful Questions To Ask Prospects During the Sales Process


The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. The post Seven Insightful Questions To Ask Prospects During the Sales Process appeared first on Pipeliner CRM Blog. Sales Effectiveness sales process It’s really [.]

Getting sales process right

Sales Training Connection

Whether or not you have put in place a sales process – it is happening everyday.  It is whatever your salespeople are doing Monday morning to navigate the customer’s buying process. The real problem is not, therefore, a lack of sales process.  The problem is too many companies do not systematically manage and evaluate their sales process. Try it. 

Why Your Sales Process is KEY to Successful Sales Management


If your sales process is inefficient or it fails to add value, you’ll find it will frustrate your sales reps on the ground, make management of those sales reps more challenging and harm your ability to close deals. In comparison, if your sales process is designed to reflect best practice, empower your sales people and [.]

Here’s How To Make Your Sales Process Scalable


A robust sales process can become a key driver to help you achieve your sales and revenue targets and grow your business. But if it’s to deliver the best results possible, the process needs to be scalable. In this post we’re going to: Explore the reasons why scalability in your sales process is so important [.] Sales Effectiveness Sales Process Management

Adding Sales Stages to Your Sales Process to Improve Performance


Keeping the number of Stages in the Sales Process to a minimum is usually the way to go. The less time sales professionals spend managing their CRM system the better. However, there are times when a sales organization’s performance can be significantly improved by temporarily putting more Sales Stages into the Sales Process. Example 1: [.]

What is all this talk about a Sales Process?


Many times during the planning stages of the implementation of a CRM system we have found that clients struggle as they have not defined their detailed sales process. For example, knowing when to change or move the “stage” of the sale forward becomes critical; do you move the stage forward when you “book” the next […]. The post What is all this talk about a Sales Process?

How the Sales Process Can Be Streamlined Through Careful Targeting


One of sales’ biggest bugbears is that a lot of leads are “rubbish” or “no good” because they will never close. They may have entered your sales process [.] The post How the Sales Process Can Be Streamlined Through Careful Targeting appeared first on Pipeliner CRM Blog. Sales Effectiveness Sales Process Management

Sales Process – Help or Hindrance?

Jonathan Farrington

Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making. They end up dancing around with prospects, in the hope that eventually they will get to their chosen point on the dance-floor i.e. -the sale.  In this scenario, the prospect has complete control. They spend more and more time struggling to meet their sales quotas and working less and less efficiently.

Sales Process - It's All about the Shoes, Silly

Understanding the Sales Force

I've written dozens of articles on Sales Process an you can read many of them right here. While I have never wavered on the importance of sales process, I have modified my thinking on why it's so important, what it must consist of, how it should work, and how it should be integrated into CRM. Dave Kurlan Baseline Selling sales process gazelles growth institute

Is Your Sales Process Broken?

Sales Benchmark Index

As the Sales Ops leader, you’re responsible for managing this process. Sales Process Buyer Personas Sales Operations Strategy sales operations Pipeline Management It’s the monthly Pipeline review call. Just before you take role call you’re struck with a foreboding sense of Déjà vu.

Five Reasons You Need a Tool to Manage Your Sales Process


To take full advantage of your sales process, you need a management tool that will enable you to: Track the performance of your sales process Manage the sales staff that are responsible for using it Here are five reasons why: #1: Manage Your Sales Force Effectively and Fairly If you don’t have a sales management [.] Sales Management Salespreneurs

Tools 249

Watch It Again: John Golden Webinar on Minimizing Sales Process Risk in 2015


Optimizing your sales process is a key factor in minimizing overall business risk. In this one hour webinar sales expert John Golden shares actionable tips, real-life examples, and easy auditing steps to easily hone your sales process for greater business success. Sales Process Management

Reading the Sales Objections Along the Sales Process Path

Increase Sales

The sales process is much like a walking path.  There are signs informing you of sales objections just ahead.  How you handle your behaviors before reaching those potential barriers to your sales success is up to you. If the first phase of the sales process is marketing, then probably your first warning sign is “You.” Credit

Why Your Reps Abandon The Sales Process

Sales Benchmark Index

As a sales leader, you know the importance of field execution. A big part of execution is how the team uses the sales process. The process is adopted, but the results are not evident. You are asking yourself, “ Is Our Sales Process Good Enough? ”. During the research for this VP of Sales event , over 5000 sales leaders shared their biggest obstacles.

Infographic: Sales Processes that Boost Conversion


A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion.  What sales processes and contact strategies have made the most difference for your organization? The post Infographic: Sales Processes that Boost Conversion appeared first on Leads360 Blog.

A Sales Process Worth Following

Sales Benchmark Index

As a Sales Operations leader, you use the pipeline to build budget and allocate resources. Chances are, poor adoption of your sales process played a part. During onboarding, new hires were walked through the sales process. They all received a copy of the sales playbook. Download the Guide for Creating an Adoptable Sales Process. It has worked.

Why Beyond the Sales Process is Different

Dave Stein's Blog

Today marks the formal shipping date of  Beyond the Sales Process: 12 Strategies for a Customer-Driven World. When he proposed that we co-author a book together, it was an offer I simply couldn’t refuse. I met Steve years ago at a software company as I was making a transition from my role as VP of Sales to VP of Operations. It’s hard work. Very hard work. Fast forward.

How Great Women in Sales Front Load the Sales Process

Increase Sales

Yesterday I read two great posts about women in sales. Both of these postings reminded me once again: How great women in sales are better than their male counterparts because they understand how to front load the sales process. Why I love sales. #1 – Relationships Matter. Great women in sales are for the most part more patient than men.

The Ultimate Guide to Re-Energizing Your Legacy Sales Process

Sales Benchmark Index

Article Sales Strategy b2b sales legacy sales process redeploy sales process relaunching sales process sales process sales strategy update sales process upgrade sales process

Is Your Sales Process Full of ^@#%!

Smart Selling Tools

To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. Research shows that on average, sales reps spend only 35% of their time selling. Is your sales process full of Muda? It is either: Value-Added. Muda (Waste).

Why Questions in the Sales Process Will Enhance Your Results


Your success at closing a complex sale is dependent on your ability to strike up a meaningful conversation. The post Why Questions in the Sales Process Will Enhance Your Results appeared first on Pipeliner CRM Blog. Sales Methodology Salespreneurs This step is crucial. That’s because you need to obtain [.]

Is it Time to Dump Your Old Sales Process?

Sales Benchmark Index

The sales process is dead. Forever gone into the history of the sales profession. You know, the one that resembles something like this: Almost every sales team and rep has been trained to follow a process similar to this one. personally made a lot of money following this type of process. Sales Process Buyer Personas Sales Leader Director of Sales Resource

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. Need more sales management resources?

Taking the Sales Process into Your Daily Conversations

Increase Sales

Have you ever considered taking your sales process into your daily business conversations? If you did take such action, do you believe you would have better results as you move through the sales process? Most businesses have a sales process.  The majority of sales processes start with an introduction to attract attention. Closing.

Why Inbound and Inside Sales Experts Think Sales Process is Dead Too

Understanding the Sales Force

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. It isn't dead but the authors are making a lot of money by saying that and pushing the Challenger Sale!

The 3 Most Important Questions about Sales Process and My Answers

Understanding the Sales Force

Sales Process is a topic I have chosen to write about around 25 times over the past 10 years. All 25 articles can all be found in my series on Sales Process. But recent statistics are showing that 20-25% of companies and their salespeople are finally following and using a sales process. It was amazing to me that for 20 years this number failed to change!

Sales process – it must mirror the customer’s buying process

Sales Training Connection

Sales process. In the last ten years a substantial amount of time, effort, and money has been devoted to discussing the sales process.  Our customers’ buying process has undergone dramatic changes but we’re still selling like we always did.”. If you want to put in place a more effective sales process, avoid these two pitfalls. Try it. 

3 Ways to Ask “The Right Stuff” & Accelerate the Sales Process


As a sales rep, it’s in your interest to accelerate the sales process. Firstly, the likelihood of a prospect becoming a customer decreases the more time they spend in the sales pipeline. Secondly, a quicker close results in a lower cost per sale and greater profits. The post 3 Ways to Ask “The Right Stuff” & Accelerate the Sales Process appeared first on Pipeliner CRM Blog. Sales Effectiveness There are a couple of reasons for this. But [.]

How Confident Are You With Your Sales Process?

The Sales Hunter

Success in sales is not measured by activity. This sounds simple, yet too many times we get caught up in the process, thinking if we just do the process enough we’ll be successful. The challenge is how do we know the process we’re using is working and is there something different […]. It’s measured by results.

Does Your Sales Process Ignore This Phase?

Increase Sales

Each sales process from my review of many sales processes has a marketing phase and/or a selling phase. Prior to this Keeping phase the sale has been successfully delivered; the relationship fairly well established and the salesperson has now moved onto more marketing and selling. The steps may be different as well as the purposes and goals. Share on Facebook.

The Secret to Making Sales Process Stick

Sales Benchmark Index

70% of strategic sales initiatives fail. As CEO, you go through the process with your team of building and approving initiatives. There is a lot of momentum headed into the Sales Kick off meeting. Why did the new sales process not work? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

Is It Your Sales Process?

Partners in Excellence

Most organizations I work with have a sales process.  But when I look at it, it’s not THEIR sales process. Sure it’s a sales process, but it’s not theirs.  It’s a sales process (or some semblance), but it’s not THEIR sales process. Sales people say, “It doesn’t work.” 

Why Questions Accelerate the Sales Process


As a sales rep, it’s in your interests to accelerate the sales process. Firstly, the likelihood of a prospect becoming a customer decreases with time spent in the sales pipeline. Secondly, a quicker close results in a lower cost per sale and greater profits. The post Why Questions Accelerate the Sales Process appeared first on Pipeliner CRM Blog.

The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

According to research by CSO Insights, companies with a sales process and the technology to support it are more likely to hit quota.  At the same time, research by Objective Management Group concludes that 91% of companies do not have a sales process. CSO’s research seems reason enough to decide it’s high-time to implement a formal sales process at your company.

Quota 126

Beyond the Sales Process – Book Review

The Pipeline

Even better, every strategy they define can be applied almost immediately, because they also tell you how to execute each—a component that typical sales books often lack. Beyond the Sales Process is engaging and purposeful, prescribing specific actions, activities, and tactics for building a high-value relationship with your customers. Specific and Actionable. Join Now!

Increase Sales by 20% - Guide to Creating an Effective Sales Process

Understanding the Sales Force

If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales! Dave Kurlan sales process Closing Sales steps in a sales process improve win ratesThank you. Someone from my team always responds to these inquiries and it was my turn.